Designing trust into online experiences
Communications of the ACM
Extending the TAM for a World-Wide-Web context
Information and Management
Developing and validating an instrument for measuring user-perceived web quality
Information and Management
Dimensional hierarchy of retail website quality
Information and Management
International Journal of Electronic Commerce
Trust in consumer-to-consumer electronic commerce
Information and Management
The atmospheric factors of online storefront environment design: An empirical experiment in Taiwan
Information and Management
Exploring anchoring effect and the moderating role of repeated anchor in electronic commerce
Behaviour & Information Technology
A study of the service quality of general portals
Information and Management
The role of Internet buyer's product familiarity and confidence in anchoring effect
Behaviour & Information Technology - E-Business
How impulsivity affects consumer decision-making in e-commerce
Electronic Commerce Research and Applications
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This article reports on an experiment that examines the influence of message framing and anchor points, and the joint effect of these two information cues on Internet consumers' judgments regarding attitude, purchase intention and willingness to pay. The role of participants' subjective knowledge is also evaluated. The experimental results suggest that message framing, which describes a product's attribute in positive or negative terms, significantly influences participants' attitude toward and their intention to buy the product. In addition, participants' willingness to pay was significantly influenced by the presentation of anchors embedded in banner advertisements. Further, a significant interaction effect for message framing and anchor points indicate that their congruence enhances the effects of information presentation on people's responses. Specifically, describing a product attribute in positive terms along with a high anchor point induces more favorable response than any other framing and anchoring combinations. Finally, online shoppers who are low in product knowledge are more susceptible to framing and anchoring influences. The findings provide guidance for designing appropriate product and price cues to induce Internet consumer responses that favor online retailers.